Jonathan M K.

VP of GTM Strategy & Marketing - Momentum | Founder GTM AI Academy & Cofounder AI Business Network | Business impact ​> Learning Tools | Proud Dad of Twins

I’m Jonathan, an AI and GTM strategist passionate about transforming how businesses harness AI for real impact. With over 15 years in Revenue Excellence, Enablement, and GTM Acceleration, I’ve successfully developed and implemented transformative enablement programs for global organizations, Fortune 500 companies, and startups. Recognized in SEC’s 2023 & 2024 Enablement Ones to Watch and honored as an Enablement Legend by Seismic and the Enablement Squad, I strive to stay ahead of industry trends.

4 Years ago I deep dove into AI after enabling an AI tech for an internal team and it's customers and in 2022, I founded the GTM AI Academy to bridge the gap between learning AI tools and creating tangible business outcomes. My mission is to provide AI-driven strategies that cover all functions of a Go-To-Market (GTM) team, helping professionals implement actionable use cases for their own companies. I also consult on AI integration and strategy for high-growth businesses, offering GTM insights that drive revenue growth and efficiency.

If you’re looking to leverage AI either for Yourself, Your team, or C-Suite and Board level advising, refine your GTM strategies, or accelerate business outcomes, feel free to connect. I’m always open to discussing the future of AI in business and how to make true impact.

Head of GTM Revenue Enablement & Product Marketing

- Develop and execute revenue enablement strategies to drive sales growth and enhance customer experience.
- Collaborate with cross-functional teams to align revenue goals, optimize processes, and identify market opportunities.
- Conduct market research and competitive analysis to stay ahead in the payment media industry.
- Implement and oversee enablement programs, including training, tools, and resources for our presales, CSM, BDR, partner, and sales team.
- Analyze sales performance data and provide insights to improve revenue generation and forecasting accuracy.
- Cultivate strong customer relationships and support our clients in adopting Simetrik's solutions effectively.
- Drive continuous improvement initiatives to enhance revenue processes and strategies.
-Manage the Product Marketing team creating internal and external facing assets such as videos, blogs, one pagers, white papers, case studies, success stories.

I have been geekin on Claude Skills files lately... want help? Comment below.

A "Skill" is a reusable set of instructions, packaged as a simple folder, that teaches Claude exactly how to handle specific tasks and workflows.

Not a prompt. Not a template. Not a GPT wrapper.

A systematic, portable, repeatable intelligence layer that works the same way every single time, for every person on your team.

Read that again.

Every. Person. On. Your. Team.

This is the difference between "we use AI" and "AI is embedded in how we operate."

Here's what becomes possible when GTM teams build Skills by function:
Marketing 
Build a Skill that embeds your brand guidelines, messaging framework, tone of voice, and content structure. Every piece of content — blog posts, email sequences, ad copy, one-pagers — comes out on-brand without a single revision note about "voice." Your style guide stops being a PDF nobody reads and becomes an operating system that executes automatically.

Sales Enablement 
Build Skills that generate battle cards pulling live competitive intel. Skills that create persona-specific talk tracks based on your sales methodology. Skills that produce discovery call prep docs in 60 seconds using real CRM data. Your enablement team stops being a bottleneck and starts being a force multiplier.

Revenue Operations 
Build Skills that run pipeline reviews with the same analytical rigor whether it's your VP or a new analyst asking. Forecasting workflows that apply your specific qualification criteria. Data validation processes that catch the same errors every time. Tribal knowledge becomes institutional capability.

Customer Success 
Build Skills that prep QBRs by pulling product usage data, support ticket trends, and renewal timelines into a structured executive summary. Health score analysis that follows your exact methodology. Expansion opportunity identification that runs the same playbook across every CSM on your team.

Business Development 
Build Skills that combine your ICP definition, your messaging framework, your personalization standards, and your sequence structure into one workflow. Every BDR writes outbound that sounds like it came from your top performer. New hires ramp in days instead of months.

I created a GTM-specific Skills playbook that maps directly to the roles above — with prioritized use cases, implementation sequences, and the frameworks I've used training 10,000+ GTM professionals on AI adoption.

It's the strategic layer on top of Anthropic's technical foundation.

Want it?
-Like this post
Comment "SKILL" and I'll send you BOTH:
Anthropic's Complete Guide to Building Skills for Claude (the free technical blueprint) and my own GTM version.

Or get the Anthropic guide here: https://lnkd.in/eKnFkteD
And some GTM Goodies version here: https://lnkd.in/eRtSsndC

Jonathan K.

Spent 45 min digging into Steve Cunningham Cowork setup and its mindblowing, want to see it? Comment below.

Steve Cunningham lived this. He spent 10 years building a company based on his superpower: reading business books and summarizing them better than anyone.

Then ChatGPT showed up and did his 8-hour process in 5 minutes.
His 10-year advantage evaporated overnight. But instead of clinging to the old model, he burned it down.

Steve completely rewired his mental model. He stopped treating AI like a tool and started treating it like a company.

He built an "org chart" of agents inside Claude Cowork.

He has a "COO" file that onboards the AI before every task.

He runs functional departments—Marketing, Product, Sales—staffed by AI agents with specific roles and context.

The result?
At the end of every 30-minute work session, he prints a "receipt."

Last week, 30 minutes of his time replaced $14,000 and 70 man-hours of external agency work.

The gap between people playing with AI and people operating with AI just became a canyon. It’s no longer about knowing the newest tool. It’s about organizational design.

Stop building AI workflows. Start running an AI company.

I broke down Steve's entire playbook—from his folder structure to his "Invoice Method"—in my latest newsletter. It’s a blueprint for urgency.

Want to see it in action and the playbook?
-Like this post
--Comment "Cowork Setup"
-Repost cuz you like me

or get it here: https://lnkd.in/eZ3Qf9xv

Anthropic just dropped a jobs report that should have everyone's attention. Want the link? Comment below.

"Labor market impacts of AI: A new measure and early evidence" (Massenkoff & McCrory, March 5, 2026)

The headline findings everyone will talk about: 
→ Computer programmers: 74.5% observed AI exposure 
→ Customer service reps: 70.1% 
→ Sales reps (wholesale/manufacturing): 62.8% 
→ Market research & marketing specialists: 64.8%

The finding most people will miss: 

There's a massive gap between what AI CAN theoretically do to a job and what it's ACTUALLY doing. The "observed exposure" is a fraction of the theoretical capability.

Translation: We're still early. The wave hasn't crested.

This report looks at broad BLS occupational categories. It doesn't break down what's happening inside GTM specifically.

So I did it.

I took the same logic, theoretical vs. observed exposure, task-level analysis, automation vs. augmentation weighting—and mapped it across 7 GTM roles:
🔹 Revenue Leaders 
🔹 Customer Success 
🔹 RevOps 
🔹 Enablement 
🔹 Sales 
🔹 Business Development 
🔹 Marketing

The results are... uncomfortable in the best way.

Some roles are seeing 60-70%+ task coverage RIGHT NOW. Others have massive theoretical exposure but almost zero observed deployment.

That gap? That's your window.

If you want the original report and my GTM version, then....
-Like this post
--Comment "GTM" 
---Repost for others who wanna see

Or get it here: https://lnkd.in/e23zQNMs

I'll send you the full GTM AI Exposure Report and the original Anthropic report.

Socure's RevOps team just showed me how they sped up sales cycles without adding heads with AI, want the playbook? Comment below

They showed me how they wired 4 tools into one orchestration layer that gives complete deal intelligence to every human who touches the account.

Evan Morgan and Colin Gerber came on the GTM AI Podcast and walked through the exact wiring:

→ How they killed the "can you loop me in?" message forever
→ Why they plugged Glean into Salesforce and it was useless (then how they fixed it)
→ The two councils that prevent tool sprawl before it starts
→ Where AI selling actually works vs. where humans still own the relationship

Most teams buy great tools that operate as isolated islands.

The orchestration layer is the entire game.

I turned this into a full GTM AI Orchestration Playbook:
-The 5-layer stack architecture
--The O-A-R maturity model
---Implementation templates with week-by-week timelines
----The 4-gate evaluation framework before any new AI capability
-----The cheat sheet you can pin and execute weekly

This isn't theory. It's how a team running $700K enterprise deals actually operates.

Want the playbook + podcast episode?

-Like this post
--Comment "ORCHESTRATE"
---Repost for your network

Let me know what you think!

or get it here: https://lnkd.in/eU3qFm9u

We dug deep with Scott Wueschinski about his AI playbook that created millions in pipeline in 3 months, want to see it? Comment below.

Most GTM teams are managing 15-30 tools.

And still can't get a personalized email out without a "GTM engineer."

That's not a tech stack. That's a tax on your pipeline.

Scott joined Jonathan Moss on GTM AI to demo something different.

He built $100M in qualified pipeline in 3 months at his last company. 

Now he's productized that playbook at GTMFI. 

Here's what he showed us live:
An AI agent that builds your entire GTM foundation in 5 minutes. 

ICP, personas, pain points, use cases, competitive intel, qualifying questions. What agencies charge $5K-10K for.

Specialized outbound agents for every channel and intent type. Not one AI writing everything. Separate agents for email (onsite intent), email (offsite intent), LinkedIn, SMS, WhatsApp. 

Because a prospect who hit your pricing page needs a completely different message than one who read a competitor comparison.

A meeting follow-up automation that drafts your emails before your next call starts. Circleback to n8n to Anthropic to Slack to Gmail draft. No more 6 PM email scrambles.

The thesis that ties it together: content drives intent, intent drives outbound, outbound drives revenue.

Not the reverse. And most teams have it backwards.

Want the podcast and playbook?

-Like this post
--Comment "GTMify"
---Repost for others cuz you are nice

or here https://lnkd.in/gwF8fkrE

And I will send you all the goods

#GTM #AI #GoToMarket #SalesAutomation #B2B #GTMAIAcademy

Jonathan M Kvarfordt, MBA

Sendoso fired 73% of their BDR team. Pipeline doubled. Want the playbook? Comment below.

This is literally one of the most meaty and valuable podcasts I have done cuz the Sendoso team laid out what they are doing which is pretty incredible

15+ BDRs.

Less than 15% of pipeline.

That was Sendoso's reality 18 months ago.

Today?

4 BDRs. 30%+ of pipeline. 2x growth.

And the CoCEO and Cofounder Kris Rudeegraap, their Director of Growth Austin Sandmeyer 🔥🎁, and their "secret weapon" GTM engineer Egan Callahan just broke down exactly how they did it live on the GTM AI Podcast.

Here's what nobody talks about:
Most AI pilot programs die in Week 2.

Not because the AI was bad.

Because there was no harness around it.

No session recovery. No validation layers. No rollback. Just vibes and a ChatGPT wrapper.

Sendoso built 3 production agents that actually run:
→ A contract scraper that saves 45 min per renewal 
→ A deep research engine that surfaces win/loss patterns from every deal ever 
→ An AI proposal generator that pulls from Salesforce + call transcripts automatically

They also shared the full tech stack (26 tools), the build vs. buy decision tree, and a 30-day roadmap any GTM team can follow.

We turned it into 2 free playbooks.

No fluff. No theory. Just the exact architecture, checklists, and frameworks they used.

🎙️ Full podcast episode dropping this week.

Want it? 
You know what to do... 
-Like this post 
--Comment SENDOSO 
---Repost for others who would love this

and I'll send you both playbooks + the full episode link directly.

or get it here: https://lnkd.in/e_au77rz

What's the one manual task your team does every day that AI should already be doing?

Ever feel behind with AI? Need objective news, updates for GTM? Comment below, I got you.

Every week at GTM AI Podcast and Newsletter, Jonathan Moss and I drop:
→ AI tool reviews that actually tell you what works (and what doesn't)
→ Workflows that replace hours of manual work
→ News that matters for GTM teams
→ Tech breakdowns without the hype

No paywalls. No "premium tier" upsells. No gated content games.

Why?

Because the AI landscape moves too fast to gatekeep. The teams winning right now aren't the ones hoarding information. They're the ones sharing it, testing it, and iterating faster than everyone else.

That's what we do every single week.

The smartest people in AI can't agree on what happens next. That's actually the point. We cover the debates, the disagreements, the real conversations happening at the frontier.

One of our featured guests just used Claude Cowork breakdown to replace $14K of agency work in 30 minutes and we break it down for you to duplicate along with the podcast video showing you the goods in action.

That kind of stuff shouldn't cost you anything to learn.

Here's what you get when you subscribe:

🔧 Weekly AI tool deep dives: not surface-level reviews, actual hands-on breakdowns with use cases for sales, marketing, CS, and RevOps

📰 AI news that actually matters: filtered for GTM teams so you're not drowning in research papers and hype cycles

⚙️ Ready-to-use workflows: the same systems I use to run GTM at Momentum.io, packaged so you can implement them today

🎙️ Podcast episodes with operators building AI-native revenue teams: real conversations, not vendor pitches

The gap between AI-curious and AI-native is widening every week.

The people on the right side of that gap? They're not smarter. They just have better information sources.

This is ours. And it's free.

Want in?

1. Like this post
2. Comment "GTM AI"
3. I'll send you the link

P.S. Repost if you know someone drowning in AI noise who needs signal instead.

Paty Araiza💡

Sales 

You didn’t start a company because you love sales.

You started it because you’re good at what you do, and somewhere along the way, selling became necessary.

At first, it’s scrappy. Then it’s inconsistent.
Now, it's become the thing you’re constantly thinking about, but never quite have time to fix.

Leads come in. Conversations happen. Deals close.
But growth is slower than it should be at this stage, and the responsibility keeps landing back on you.

I fix this.

𝘐 𝘸𝘰𝘳𝘬 𝘸𝘪𝘵𝘩 𝘊𝘌𝘖𝘴 𝘸𝘩𝘰 𝘩𝘢𝘷𝘦 𝘱𝘳𝘰𝘷𝘦𝘯 𝘴𝘢𝘭𝘦𝘴 𝘸𝘰𝘳𝘬𝘴, 𝘮𝘢𝘥𝘦 𝘵𝘩𝘦𝘪𝘳 𝘧𝘪𝘳𝘴𝘵 𝘴𝘢𝘭𝘦𝘴 𝘩𝘪𝘳𝘦, 𝘢𝘯𝘥 𝘢𝘳𝘦 𝘯𝘰𝘸 𝘴𝘤𝘢𝘭𝘪𝘯𝘨 𝘵𝘩𝘦 𝘵𝘦𝘢𝘮 𝘸𝘪𝘵𝘩𝘰𝘶𝘵 𝘭𝘰𝘴𝘪𝘯𝘨 𝘮𝘰𝘮𝘦𝘯𝘵𝘶𝘮. 

𝐖𝐡𝐚𝐭 𝐈 𝐝𝐨: 
I bring clarity, structure, and follow-through so growth actually happens.

That looks like:
→ Clear ownership across the sales motion, so nothing quietly defaults back to you
→ Meaningful set of KPIs you can trust
→ Simple, enforceable sales process the team actually follows
→ Regular inspection before small issues become expensive problems

Sales stops being a guessing game.
And you stop being the safety net for everything.

𝐖𝐡𝐲 𝐈’𝐦 𝐭𝐫𝐮𝐬𝐭𝐞𝐝:
I’ve been inside the mess, and I know how to clean it up.

✔️ Scaled a sales team from 20 to 100+ reps
✔️ Built onboarding, playbooks, and sales systems from scratch
✔️ Cut ramp time by 50% by removing confusion and enforcing clarity
✔️ Led and coached hundreds of sellers and leaders through growth

I don’t just focus on outcomes.
I care about how those outcomes are achieved.

People do their best work when expectations are clear, ownership is real, and leadership is steady, especially when things feel heavy.

When that’s in place, growth follows.

If sales feels heavier than it should at this stage,
If you’re tired of being the one holding it all together,
If you don’t want another year to feel like this one,

We should talk.

Sales Enablement Manager  

• Built a training program for all sales roles (AE, SDR, and Sales Management) to equip them with the essential knowledge and skills required to be successful in their role 
• Created an internal knowledge base with updated content to ensure sellers have access to the information they need to exceed their goals.
• Identified opportunities to enhance sales effectiveness and delivered content to improve skill development. 
• Leveraged a data-driven approach to improve our prospecting methodology, appointment show rates,  and pipeline management to increase revenue.

Paty Araiza

Two Latinas on one panel. Do you know how rare that is?!


Last week, Ricky Houck invited me to speak at the #SalesFriends event at ClickUp’s HQ alongside Stephanie Moncayo and Alphonse Hovsepian.

That invitation meant more than I can put into words!

Too often, women aren’t given the mic, literally and metaphorically.

I'm a woman. Mexican. A mom. A founder. 
In most professional rooms I walk into, I’m the only one who looks like me.

Early in my career, I didn’t see many women in leadership roles.
Rarely saw women building companies. 
And Latinas? Almost never.

Then, I found women on LinkedIn:
Leading teams. Building companies. Raising families. Breaking barriers.

Seeing them changed something in me. 
The ceiling I didn’t even realize I had accepted broke. 

That shift in belief is what led me to become a founder.

Representation does three powerful things:
→ Expands what feels possible
→ Provides courage to lead boldly
→ Shows someone they belong

So when I take a seat at the table or speak on a stage, I remember someone might be watching and wondering if they belong there too.

To every woman who showed me what was possible before I could see it myself, thank you! 💙

Happy International Women’s Day! 

#GratitudeFriday #WomensDay #Representation

-----
Hi, I’m Paty Araiza 😊

I ensure growth-stage $5M+ B2B CEOs have the sales systems and operational foundation required to scale headcount profitably.

Paty Araiza 😊

Stop shoulding all over yourself.
Not every opportunity is meant for you.

The past two weeks, I went to 6 in-person networking events all over SD. 

I genuinely love connecting with people
But this Friday, I'm exhausted and running on empty. 

Grateful for my conversation with Hannah McKitrick.
Her reminder was simple.
Pause. Be intentional. 

Ask yourself:
→ Am I saying yes because I think I should? 
→ Am I saying yes because of FOMO? 
→ Or am I truly called to this?

Most of us never stop to reflect.
Or we avoid the honest answer.

Sometimes, the most powerful thing you can do is say "no." 
And release the guilt that comes with it.

So, next week I'm choosing differently. 
Protecting my energy. 
More rest. More family time. No Guilt. 

What's one thing you're letting go of next week? 
Share in the comments 👇🏼

P.S. Networking with my sister, Jessica. This one filled my cup. 💙

#SellingwithSoul #GratitudeFriday 
-----
Hi, I’m Paty Araiza 😊

I ensure growth-stage $5M+ B2B CEOs have the sales systems and operational foundation required to scale headcount profitably.

Startups are not for everyone. And neither is selling at a big company.
I’ve lived both. The trade-offs are real.

That's exactly what we're unpacking at the next #SalesFriends event

If you’re at a crossroads in your career or quietly questioning whether you’re in the right environment, you should be in the room!

📆 Wednesday, February 25th 
📍 ClickUp's HQ 
🕕 6:00 PM – 8:00 PM PT

Register below 👇🏼

If you’re in SD, I’d love to see you there!

P.S. Thank you, Ricky Houck, for the invitation to be on the panel. Truly honored!

#SellingwithSoul
-----
Hi, I’m Paty Araiza 😊 

I help growth-stage $5M+ B2B CEOs implement the sales systems and operational foundation required to scale headcount profitably.

Kids: the only people who can hype you up and humble you at the same time. 

Literal convo I had with my daughter this week 😆 

My daughter: "Mami, why are you so beautiful?"
Me, feeling flattered: "Aww, thank you!"
Her, even more curious: "But why are you so beautiful?"
Me, a bit puzzled: "Because God made me this way?"
Her, super insistent: "Nooo! Why aren't you wearing PJs? Where are you going?!"

I was literally just in jeans and a shirt! 
Apparently, my athleisure equals PJs, and the moment I put on real clothes, she knows I’m off to some event. 

Parenting is the ultimate lesson in staying grounded!

What’s the darndest thing your kid has said to keep you humble? 
Share your funniest stories in the comments 👇🏼

#gratitudefriday #sellingwithsoul #workingparent

-----
Hi, I’m Paty Araiza 😊

I ensure growth-stage $5M+ B2B CEOs have the sales systems and operational foundation required to scale headcount profitably.

Your next sales hire may fail.


Many growth-stage CEOs rush hiring.
They add quota-carrying reps fast.
But key systems are missing.

The result is expensive.

With:
No repeatable sales process
No onboarding or enablement
No CRM tracking or reporting

Then the real problems begin.

→ Slow ramp times
→ Low rep productivity
→ No pipeline visibility
→ Forecasts become guesses
→ Reps leave or get let go within months

Cash quietly burns.
Very little revenue is generated. 

So, before hiring another rep, pause.
Ask yourself: Do we have the right systems?

If gaps exist, fix them first.

Strong foundations create predictable revenue.
And save time, money, and frustration.

Need help building this foundation?
Let’s chat!

#founderlife #saleshiring #growth 
-----
Hi, I’m Paty Araiza 😊

I ensure growth-stage $5M+ B2B CEOs have the sales systems and operational foundation required to scale headcount profitably.

taplio

The Battle

Jonathan M K.

Paty Araiza

Followers

Posts

Engagements

Likes

Performance ScoreJonathan M K.'s LinkedIn Performance

Performance ScorePaty Araiza's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Jonathan M K.

Paty Araiza

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jonathan M K.'s LinkedIn Performance

Performance ScorePaty Araiza's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJonathan M K.'s LinkedIn Performance